How to use insight to create a compelling sell-in deck

Date : 20 June 2018

Get top tips on preparing for a sell-in with your buyer in this webinar recording with IGD Commercial Capability Manager Ray Leung:

  • Find out how to tailor the story to your audience
  • Learn a practical framework for developing your storyline with the 5 Cs
  • Understand the difference between data and insight and the power of “why?”
  • Hear answers to the most common challenges and questions posed by listeners

View the recording below or download the transcribed questions.

DOWNLOAD TRANSCRIPT

Follow up Q&A

Hear Ray answer questions that were on the audience’s mind in this short Q&A recording:

  • 00:14 What should I do if my audience wants to jump straight to the insight?
  • 01:08 How should I tailor my deck if I am working with a new buyer?
  • 02:28 Are there any no-nos when presenting insight?
  • 03:20 What tips do you have for presenting to an unfamiliar audience?
  • 04:35 What advice do you have for designing engaging slides?
  • 05:35 What is the relationship between an insight and a recommendation?
  • 06:26 How do I get to the Current Situation of the 5Cs if I am trying to win new business and don’t have budget to buy data?
  • 07:53 What is the difference between insight and foresight?
  • 09:22 How many slides should I have in my deck?
  • 10:22 How can I encourage my buyer to tell me what is on their mind without firing lots of questions at them?
  • 11:36 My audience includes both analytical and conceptual people. How can I build a deck that is effective for both types?
  • 12:51 How do I ensure my story comes across if I have to submit my deck in advance as a pre-read?
  • 14:00 Should I position a summary of my key insights at the start or end of my deck?
  • 15:19 Should I include the “whys” to show where the insight has come from?
  • 16:05 How should I close my presentation?